Description: This paper is on the fear of rejection when prospecting, which is one of the biggest obstacles for consultants when it comes to developing business and getting clients.

Description: This paper is on the fear of rejection when prospecting, which is one of the biggest obstacles for consultants when it comes to developing business and getting clients.

Description: Full version of The Stepping Stone Newsletter, July 2003, Issue No. 12.

Description: This article discusses how your leadership style should vary depending on the person you are leading, the situation and goal. 4 syles of leadership are discussed.

Description: Full version of Smaller Consulting Firm Section, June 2004, Issue No. 5.

Description: This article provides steps to clarify conversations to ensure greater success, fulfillment and satisfying business relationships.

Description: The author identifies miscommunication challenges that may exist in the workplace, including misunderstandings and communication mishaps, assumption of motive, and relational tension, and suggests clarifying conversation as a way to address these challenges.

Description: Full version of The Stepping Stone Newsletter, July 2007, Issue 27.

Description: Full version of The Stepping Stone Newsletter, July 2006, Issue No. 23.

Description: On a scale of one to 10 (with 10 being the highest), how would you rank your level of passion for what you do? My sense is that for many actuaries, this number would be a five or lower. For most, it’s not a job that causes them to jump out of bed and rush to work each morning. This impression first hit me like a ton of bricks over a decade ago, while attending an SOA meeting. At the general session, the speaker asked the audience (numbering easily over 1,000) to raise their hands if they wanted their children to follow in their footsteps. Probably less than 20 people raised their hands! What a statement as to how many actuaries view their careers. From The Stepping Stone, July 2005, Issue No. 19.